You’re on the phone with a prospect interested in joining your martial arts school or fitness club. You excitedly describe your classes, facility, and staff, looking forward to the moment when you can invite them in for a visit.
Suddenly, they interrupt to ask the question you dread. They insist on knowing your price. You swallow hard, nervous that as soon as they hear your number, the conversation will be over.
There’s no need to panic. There is an easy, effective way to handle this scenario that every owner and staff member should know. That’s why I created this video to help you address this difficult question and keep the conversation on track.
After watching the video, try practicing the sales script with your program directors, managers and staff—anyone involved in selling memberships.
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Erik Charles Russell has been in the martial arts and fitness industry for more than 25 years. He owns Premier Martial Arts and Fitness in Watertown, NY. In 2015, he published a book based on his successes called The Art of Selling Memberships. The book became an international best seller—hitting number one in three categories in the U.S., Australia, and Germany on Amazon.com.